Professional Services Agreements: A Physician-Hospital ...media.straffordpub.com/products/professional... · 11/26/2013 · If you have any questions, please contact Customer Service

Professional Services Agreements:

A Physician-Hospital Integration Model Structuring Contracts and Complying With Stark Law and Anti-Kickback Statute

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TUESDAY, NOVEMBER 26, 2013

Presenting a live 90-minute webinar with interactive Q&A

Michael L. Blau, Partner, Foley & Lardner, Boston

Scott Safriet, Partner, HealthCare Appraisers, Inc., Delray Beach, Fla.

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Professional Services Agreements: Emerging Hospital-Physician Integration Model

Michael L. Blau, Esq. Foley & Lardner LLP 617.342.4040 [email protected]

Scott M. Safriet, CVA, MBA HealthCare Appraisers, Inc. 561.330.3488 [email protected]

Presented By:

Why PSAs?

Market imperative to integrate and align for quality and efficiency improvement

Need for team approach to disease and population health management

Aversion to employment of many historically independent physicians/medical groups

PSA preserves a modicum of practice independence and future strategic options for physicians

Professional Services Agreements 5 November 26, 2013

6

Types of PSAs

Medical Director Agreements

Coverage Agreements

Hospital-Based Service Agreements

Leased Employee Agreements

Foundation Model Arrangements

PSA Staffing/Conversion Agreements

Co-Management Arrangements

Professional Services Agreements November 26, 2013

PSA Staffing/Conversion Agreements

PSAs: Introduction

Professional Services Agreements

Powerful tool To staff existing hospital service or develop

new hospital specialty facility

to convert existing group sites to hospital licensed facilities paid at hospital outpatient payment rates

Integrate and align hospital and group to improve quality, efficiency and operations of hospital’s specialty service line


PSAs: Introduction (cont.)

Potential economic win-win

Group paid fair market value compensation on an aggregate fixed fee or work relative value unit (“wRVU”) basis Eliminates risk of reimbursement reductions and collection risk

(free care/bad debt)

Other: purchase of equipment, management services, employee lease?

Hospital establishes new satellite sites or facility and new book of oncology business Good contribution margin due to combination of hospital rates and

physician office cost structure

Potential 340B pricing opportunity

Potential economic losers Payors—higher rates for “same” services

Higher patient co-pays


Professional Services Agreement

Hospital Payors

Specialty Group Specialty

Sites/Service Line

Hospital provides: • License • Provider-based status • 340B pricing


$/wRVU

Group provides: • Physician/NP/PA staffing


PSA Transaction

Avoid U/A transaction—Group cannot “perform the service”

Hospital could take assignment of Group leases from landlords

Hospital could purchase Group’s FFE and inventory at fair market value

Hospital would need to employ nurses/techs at off-campus locations (to meet Medicare provider-based status rules)

Group can provide all other staff

Physicians/NPs/PAs Non-clinical staff at all sites Nurses and techs at on-campus sites



Hospital Payors

Specialty Group Specialty

Sites/Service Line

Hospital provides: • License • Provider-based status • 340B pricing • Space/equipment • Nurses/techs (off-campus)


$/wRVU

$

Group provides: • Physicians/NPs/PAs • Non-clinical staff • Nurses/techs (on-campus) • Administrative services?

Notes: • FMV for assets and group retains cash and A/R • PSA on fair market wRVU basis

• Employee lease on a fixed fee or cost plus fair market mark-up basis; or, administrative services as a percentage of collections with a FMV floor and cap

• Billing services at fair market percentage of collections or fixed fee per claim?

Asset

sale


Principal PSA Legal Issues

Stark Law Under arrangements prohibition: cannot

have investment interest in entity (including own medical group) that “performs” the DHS service Assign leaseholds/Sell equipment?

”Stand in the shoes” Personal services, fair market value or

indirect comp exception: fair market value/independent appraisal advisable Tuomey case—cannot rely on flawed appraisal

that takes into account v/v of referrals

November 26, 2013 Professional Services Agreements 13

Principal PSA Legal Issues (cont.)

Anti-Kickback Statute

Personal services and management contracts and/or space or equipment rental safe harbor: fair market value/ independent appraisal strongly advised

Some irreducible AKS risk: aggregate compensation not set in advance if wRVU based



Provider-based Status Regulations

Within 35-mile radius

Hospital license requirements/Physical space standards

CON issues

Clinically, financially and administratively integrated

Hospital reporting lines

Hospital must directly employ mid-levels/techs at off-campus sites (other than NPs/PAs)

Medical group can lease non-clinical staff and NPs/PAs to Hospital

No off-campus joint venture with medical group



Tax Exemption Considerations

No inurement/private benefit

No excess benefit transaction

Rebuttable presumption of reasonable compensation process

Rev. Proc. 97-13 and private use of bond financed space or equipment/duration limitations (3 years/2 years out)



Reassignment exception

Joint and several liability for refunds

Individual physician assignment agreements

Antitrust

Sufficient clinical and/or financial integration for joint pricing?

Exclusivity and market power

New antitrust guidelines for ACOs


Key PSA Deal Maker/Breaker Issues

Strategic Alignment

Trust/Relative Trust

Governance

Financial Terms/Valuation

Term/Duration

Termination

Restrictive Covenants/ROFOs

Unwind Rights

Addition of New Physicians

Break-Up Fees?

Arbitration/Dispute Resolution


PSA Conversion Model Valuation Considerations

PSA Conversion Models (or “Synthetic” Employment Agreements)

Instead of traditional employment, new arrangements are gaining traction whereby physicians retain their own practice and are compensated on a productivity basis (e.g., per wRVU) for their clinical services.

The wRVU rate payable to the physician group is often a “grossed-up” rate that typically includes remuneration for:

Cash compensation

Taxes and benefits

“Retained” practice expenses (e.g., malpractice insurance, CPE costs, etc.)


PSA Conversion Models (cont.)

(or “Synthetic” Employment Agreements)

FMV considerations – Generally the

same as employment arrangements,

with additional consideration given to

the overall arrangement

FMV analysis should consider pre- and

post-transaction compensation.


PSA Conversion Models (cont.)

(or “Synthetic” Employment Agreements)

As previously mentioned, can involve the purchase of physicians’ tangible assets and/or an employee leasing arrangement In either case, it is key that these two

components are consistent with FMV as well.

Employment agreements have many moving parts…the “terms and features” are critically important.


PSA Conversion Agreements Various Approaches

Market Approach

Compares a physician/practice against available benchmark data

Commonly seen metrics:

Work Relative Value Units (i.e., wRVUs)

Professional collections

Median comp per wRVU

Through a “percentile matching technique,” align each productivity variable with the expected level of compensation.


PSA Conversion Agreements Various Approaches (cont.)

Make a “weighting” determination based on the unique facts of the particular arrangement and credibility of data.

For example, collections data may be incomplete or misleading; or there may be ambiguity in wRVUs (coding issues?)

Depending on the specialty and/or sources of physician data, it may be that one market indicator is more appropriate than another.



Cost and Income Approaches

Application of these two approaches can offset and mitigate limitations of the market approach.

Provide view into local marketplace

Allow analysis of full array of economic factors affecting physician compensation

Provide a reality check



Cost Approach

Normalized and adjusted historical compensation

Realistic numbers for the cost to recruit

Income Approach

Pro forma based on hypothetical-typical employer basis

Reflects future market conditions

Earnings Available for Physician Compensation (i.e., Calculate applicable overhead, deduct benefits and apply a cost of capital)

Synthesize all three approaches


PSA Conversion Agreements Using Survey Data

Confucius Statistician say…If you torture the data long enough, it will confess to the crime it did not commit.

Data from reliable sources can be misused in a variety of ways, including:

Cherry picking from among different tables (e.g., regional data vs. state data)

Failure to consider ownership/ancillary profits that may be inherent in all reported percentiles of compensation

Do regional compensation differences exist? The grass is always greener…


PSA Conversion Agreements Caution Regarding Compensation per wRVU

Example of misuse of data, using MGMA for Orthopedic Surgery: General

90th percentile cash compensation - $934,000

90th percentile wRVUs – 13,795

90th percentile compensation per wRVU - $105.18

Where is this going?

90th percentile wRVUs x 90th percentile compensation per wRVU = $1,451,000 (i.e., 155% of 90thP compensation)

MGMA states that there is an inverse relationship between physician compensation and compensation per wRVU

Median compensation (per wRVU) is a misnomer; no physician wants to be below the median!

Evaluate comp by quartile of production data; comp per wRVU declines as wRVUs increase


PSA Conversion Agreements Perils of wRVU Models

Providers implementing wRVU models have been observed to make errors related to:

“Total” vs. “Work” relative value units

GPCI adjustments

Assistant at surgery

Multiple procedures

Mid-level providers (i.e., “Incident to” or “at full rate”)

Use of “blended” rate for multiple specialties

CMS changes in wRVUs

New or discontinued CPT codes


PSA Conversion Agreements Physician Non-Salary Expense

Should certain payments be passed through or fixed, rather than as a component of a wRVU rate?

Professional liability expense

Benefits costs such as insurance coverage for medical, dental, vision or life insurance

Benefits costs for what is normally an employer-contributed pension or retirement plan

Employer’s portion of taxes for FICA Medicare and FICA Social Security

Be wary of “fixed versus variable” expenses….


PSA Conversion Agreements Physician Non-Salary Expense (cont.)

Benefit plans are becoming more robust

Need to review and evaluate the components

Since likely “baked” into the wRVU value, it is important to determine a “cap” on benefits

e.g., Tier out the wRVU value to accommodate the benefit ceiling

Is it commercially reasonable to have a non-exclusive arrangement? (i.e., physician gets to maintain certain aspects of the practice?)


PSA Conversion Agreements Perils of Compensation “Stacking”

Sign-on bonus

Productivity bonus

Medical directorship

Co-management agreement

Quality bonus

Retention bonus

32

Call pay

Tail insurance

Excess vacation

Relocation costs

Excess benefits

Beware of existing agreements that preceded the PSA, as well as other new terms.


Hybrid PSA/Service Line Co-Management Arrangements

What Is a Service Line Co-Management Arrangement?

Co-Management Agreement is an additional independent contractor relationship

PSA purchases professional services of physicians and clinicians

Co-Management Agreement purchases administrative and management services from physicians and clinicians

Engage physicians as a business and clinical partner in managing, overseeing and improving service line quality and efficiency No overlap in contractual duties between PSA and

Co-Management Agreement (or other agreements)


35

Service Line Co-Management Direct Contract Model

Designees

Payors Hospital

Service Line

Hospital-licensed services

Other Group(s)

Medical Group II

Medical Group I

• Two, or multi-party contract • Specifically enumerated services • Allocates effort and reward between groups

Operating Committee Designees

$


36

Service Line Co-Management Joint Venture Model

Service Line

• Capital Contributions • Management Infrastructure

Payors

$

Specialists/ Groups

JV Management

Company

Hospital

Profit Distribution Profit

Distribution


Service Line Co-Management Arrangements

Typically two levels of payment to physician managers:

Base fee – a fixed annual base fee that is consistent with the fair market value of the time and effort participating physicians dedicate to service line development, management, and oversight

Bonus fee – a series of pre-determined payment amounts, each of which is contingent on achievement of specified, mutually agreed, objectively measurable, program development, quality improvement and efficiency goals

Aggregate payment generally approximates 2-4% of service line revenues

Fixed, fair market value; independent appraisal advisable


38

PSA with Service Line Co-Management Agreement

Notes:

• Same as PSA arrangement, plus

- Service Line Co-Management Agreement

(2-4% of Service Line revenue)

- PSA component – wRVU rate equal to

aggregate current physician comp/

benefits

- Employee Lease/Mgmt Agreement –

FMV fixed fee or cost plus

- Co-management component –

fixed fair market value fee

- Incentive component contingent on

meeting specified quality and efficiency

improvement standards – fixed FMV

fee per standard

$

Medical Group

Hospital

Payors

Employee Lease/

Mgm’t

Agreement

$

Center of Excellence


Additional Legal Considerations

There are legal constraints on Service Line Co-Management Agreements (i.e., CMP, AKS and Stark):

No stinting

No steering

No cherry-picking

No gaming

No payment for changes in volume/referrals

No payment for quicker-sicker discharge

No reward for changes in payor mix, case mix

Must be FMV; independent appraisal required


Additional Legal Considerations

Adv. Op. 12-22 approving co-management arrangement

Some irreducible legal risk because aggregate compensation is not set in advance

Minimize legal risk by:

Internal monitoring with compliance officer review

Independent FMV appraisal

Independent outside reviewer


Adv. Op. 12-22: Service Line Co-Management Arrangement On January 7, 2013, the OIG issued Adv. Op. 12-22 approving a co-management

agreement for cardiac catheterization (“CC”) services under the CMP and AKS statutes

Requestor was large hospital in a remote, medically underserved area.

16-physician cardiology group was only provider of CC services in town and only cardiologists on Requestor’s medical staff

Requestor agreed that if other cardiologists joined medical staff it would consider extending arrangement to them

Requestor pays (1) a guaranteed, fixed payment, and (2) potential annual performance fees in quarterly installments

Direct contract model: Payment is made to the Group, which then distributes dividends based on each shareholder’s pro rata share of ownership after payment of medical director fees

Performance Fee based on (1) Requestor’s employee satisfaction (5%); (2) patient satisfaction with Requestor’s CC Labs (5%); (3) improved quality of care within the CC Labs (30%); and (4) cost reduction measures (60%)

Graduated targets: 50% for threshold; 75% for mid-point; 100% for target


Adv. Op. 12-22: Service Line Co-Management Arrangement

OIG finds that the Fixed Fee, employee satisfaction, patient satisfaction, and quality components do not implicate the CMP Statute, but the cost savings component does.

Standardization of devices and supplies and limiting use of specific stents, contrast agents and medical devices, might induce physicians to alter their current medical practice and reduce or limit services.

However, OIG will not seek sanctions because of sufficient safeguards.

First, Requestor certified that the arrangement has not adversely affected patient care, and that it engaged an independent reviewer to monitor both the performance of the Group under the arrangement and its implementation of the cost savings component to protect against inappropriate reduction or limitation in patient care.

Second, the risk that the arrangement will lead the physicians to apply a specific cost savings measure, such as the use of a standardized or bare metal stent, in medically inappropriate circumstances is low. Each of the physicians has access to the device or supply he or she determines to be most clinically appropriate for each patient.

Third, the Performance Fee is limited in duration and amount; it is subject to a maximum annual cap and the term of the arrangement is limited to three years.

Fourth, receipt of the Performance Fee is conditioned upon the physicians not: (1) stinting on care; (2) increasing referrals to Requestor; (3) cherry-picking; or (4) accelerating patient discharges.


Adv. Op. 12-22: Service Line Co-Management Arrangement

OIG finds low risk of AKS violation because:

First, Requestor certified that the compensation paid to the Group is fair market value for substantial services provided, based on an independent appraisal;

Second, the compensation paid to the Group does not vary with the number of patients treated, so there is no incentive to increase patient referrals to Requestor;

Third, because Requestor operates the only cardiac catheterization laboratories within a fifty-mile radius, and because the Group does not provide cardiac catheterization services elsewhere, the arrangement is unlikely incent the physicians to refer business to Requester from any competitor;

Fourth, the specificity of performance metrics helps ensure that the purpose is to improve quality, rather than reward referrals; and

Fifth, the agreement is limited in duration (3-year term).


Additional Legal Considerations: CMP Law

Civil Monetary Penalty Law prohibits a hospital from making a payment, directly or indirectly, to a physician as an inducement to reduce or limit services to a Medicare or Medicaid beneficiary who is under the direct care of the physician.

OIG maintains that the CMP Statute prohibits reducing medically unnecessary services or substituting clinically equivalent items

Section 6402 of PPACA exempts from the definition of “remuneration” “any other remuneration which promotes access to care and poses a low risk of harm to patients and Federal health care programs (. . . as designated by the Secretary under regulations)”

Potentially broad authority, but requires regulations

Proposed limited CMP waiver regulation issued on April 7, 2011 with respect to ACOs participating in the MSSP (76 Fed. Reg. 19655):

Protects distributions of ACO shared savings from a hospital to a physician if the payments are not made knowingly to induce the physician to reduce or limit medically necessary items or services

15 favorable OIG Advisory Opinions on gainsharing—low risk of abuse


Additional Legal Considerations: CMP Law (cont.)

Cost savings metrics/incentives implicate Civil Monetary Penalty Law

Hospital cannot pay a physician to reduce or limit services to Medicare/Medicaid beneficiaries under the physician’s care.

Cannot pay for reduction in LOS or overall budget savings

Can pay for cheaper not fewer items of equivalent quality? Potential to incent verifiable cost-savings from

standardizing supplies or reducing administrative expenses as long as quality is not adversely affected and volume/case mix changes are not rewarded


Additional Legal Considerations: Anti-Kickback Statute

Volume/revenue-based performance measures implicate the Anti-Kickback Statute.

Should not reward increase in utilization, revenue, or profits of service line

Should not reward change in case mix

Should not reward change in acuity

Should obtain independent appraisal of FMV to help negate inference of improper intent

Advisory Opinions indicate that the AKS could be violated if the requisite intent is present, but that OIG would otherwise not seek sanctions.


Additional Legal Considerations: Anti-Kickback Statute (cont.)

Co-Management contract will not meet Personal Services and Management Contracts safe harbor if “aggregate compensation” is not set in advance.

Maximum and minimum compensation may be set in advance, but aggregate compensation may not be.

Joint venture probably will not meet small investment safe harbor 40/40 tests.

More than 40% of interests held by persons in a position to refer

Analyze under AKS “one purpose” test; some irreducible legal risk


Co-Management Arrangements Valuation Considerations

Typical Features of a Co-Management Arrangement

The agreement stipulates a listing of core management/ administrative services to be provided by the manager (for which the base fee is paid).

The agreement includes pre-identified incentive metrics coupled with calculations/weightings to allow computation of an incentive payment (which can be partially or fully earned.

Usually tiered in terms of level of accomplishment and associated payouts.

Must demonstrate some level of improvement over “current state” in order to receive the “top tier” of compensation.

Can provide some level of compensation for maintaining current state, if at national benchmark or better.

Compensation is directed towards accomplishments rather than hourly based services.


Valuation Process Riskiness of Co-Management Arrangements

Among the spectrum of healthcare compensation arrangements, co-management arrangements have a relatively “high” degree of regulatory risk if FMV cannot be demonstrated.

By design, these agreements exist between hospitals and physicians who refer patients to the hospital.

Available valuation methodologies are limited and less objective as compared to other compensation arrangements.

The “effective” hourly rate paid to physicians may be higher than rates which would be considered FMV for hourly based arrangements (since a significant component of compensation is at risk).


Valuation Process Approaches to Value

Available valuation approaches include:

Cost Approach

Market Approach

Income Approach

In considering these valuation approaches, an income approach can likely be eliminated since the possible or expected benefits of the co-management agreement may not translate directly into measurable income.


The Cost Approach

The Cost Approach can be used to estimate the “replacement”

or “replication” cost of the management/administrative

services to be provided by the manager.

An analysis by “proxy,” or an approach that estimates the

number of medical director hours required to manage the

service line in the absence of a management arrangement,

(which is then multiplied by an FMV hourly rate) yields one

indication of value.

However, within the framework of a joint venture management

company, this approach does not consider the hospital’s

contribution.

Further, a key ideal of most co-management arrangements is

to reward results rather than time-based efforts.


The Market Approach

The Market Approach recognizes that each co-management

arrangement is unique and may include and prioritize different

market and operational factors.

Therefore, within the framework of the Market Approach analysis,

consideration must be given to the required management tasks.

Specific tasks and responsibilities of the managers must be

identified.

On an item-by-item basis, the relative worth of each task/

responsibility is “scored” relative to other comparable

arrangements.

An indication of value of the management services is then

established by comparing the “scoring” of the subject

agreement to other service arrangements in the marketplace.


Valuation Synthesis

The Cost and Market valuation methodologies should be reconciled to arrive at a final conclusion of value.

The Cost Approach may “underestimate” the value of the arrangement because in the case of joint ventures, the Cost Approach only considers physician participation (i.e., medical directors).

The Market Approach may “overestimate” the value of the arrangement because market comparables may not be exact.

While it may be appropriate to give equal weighting to the two approaches, the valuator may conclude that one method should be weighted more heavily than the other.

Make an assessment regarding the split between the base fee and incentive fee components.

The FMV of the base fee must encompass payment of any medical director fees or administrative services related to managing the service line.


What Drives Value?

As a percentage of the service line net revenues, the total fee payable under a co-management arrangement typically ranges from 2% to 3.5% (on a calculated basis).

The fee is fixed as a flat dollar amount, including both base and incentive components, for a period of at least one year.

Commonly, the base fee equals 50-70% of the total fee.

The extent and nature of the services drive their value. Thus, the valuation assessment is the same whether the manager consists of only physicians or physicians and hospital management.

Determinants of value include:

What is the scope of the hospital service line being managed?

How complex is the service line? (e.g., a cardiovascular service line is relatively more complex than an endoscopy service line)

How extensive are the duties being provided under the co-management arrangement? How many physical locations are being managed?


What Drives Value? (cont.)

Size adjustments based on service line revenue:

Large programs may be subject to an “economies of scale”

discount.

Small programs may be subject to a “minimum fee” premium.

Consider the appropriateness of the selected incentive

metrics:

Is the establishment of the incentive compensation reasonably

objective?

Consider the split of base compensation and incentive

compensation.

Who is responsible for monitoring and “re-basing” the metrics?


Possible Pitfalls of Co-Management Arrangements

The service line/revenue stream to be managed must be defined objectively, and there should be no overlap between multiple service lines which may be subject to co-management arrangements (e.g., surgery service line and orthopedic surgery service line).

A co-management arrangement typically contemplates that no third-party manager is also providing similar services on behalf of the hospital or its service line.

Care must be taken to ensure that employed physicians who are part of co-management arrangements are not double paid for their time.

Employment compensation based solely on wRVUs is generally self-normalizing.


Possible Pitfalls of Co-Management Arrangements (cont.)

Medical director agreements related to the managed service line must be compensated through the base management fee.

There can be no passive owners, active participation and significant time and effort are required by busy physicians. Documentation requirements


Other Key Service Line Co-Management Issues

Performance standards and targets Validation

Achievability

Reset

Term/durability

Rev. Proc. 97-13 (5/3 years if 50%+ fixed)

Dilutive effect of adding physicians due to fixed FMV fee for services rendered


Other Key Service Line Co-Management Issues

Cost of independent monitor, valuation, security offering (for JV)

Some irreducible legal risk


PSA/Co-Management Lessons Learned


Payor pushback – site of service differential for hospitals may be temporary

Commercial insurance contract expiration/negotiation

Assault on Medicare site of service differentials

Pharma pushback on 340B pricing

Advocating change in HRSA regulations for 340B pricing to apply to indigent patients of DSH hospitals rather than to all patients of DSH hospitals



Co-management requires active participation and real time and effort by busy physicians Hours-based v. task-based arrangements/valuation methods

Documentation requirements

PSA exclusivity, right of first opportunity for new sites/programs, and significant role in governance of service line Available to larger, more dominant oncology groups; may

not be available to smaller groups in competitive market

Large group may have footprint that aligns with multiple hospitals/systems (complementary v. competitive markets)



Limited opportunity to have PSAs with multiple hospitals Not available to smaller groups in market with

multiple groups

Generally all service line oncologists participate in co-management arrangement because participating physicians are responsible for performance of all oncologists.



Governance issues

Board seats?

Joint operating committee: composition and authority

Regional councils: Group role

Medical directorship/sub-directorships?

Reporting may be through a middle manager (service line administrator) and not to hospital decision-makers



PSA operational integration issues

IT integration, interfaces and adoption; and associated impact on productivity

Disruption for leasehold improvements to meet hospital license requirements for physical space

Split staff (off-campus) and salary/benefit differentials

Union issues



PSA/wRVU issues Changes in wRVU values over time v. lock-in base year

wRVU values Addition/deletion of CPTs/RVUs over time Impact of sequestration on payments tied to Medicare

Physician Fee Schedule payment methodology Difference of opinion regarding how to pay for supervision

of ancillary services (e.g., chemo administration) Will Group get credit for NP/PA wRVUs? Benefit costs and change in benefit expenses over time wRVU may not cover other continuing Group overhead

expenses (e.g., legal, accounting, insurance) wRVUs may not be available for certain ancillary services

(e.g., imaging) Access to books/records to confirm wRVU count



Adding additional physicians to co-management arrangement is dilutive to existing physicians

Other PSA Compensation Issues Will hospital provide base compensation guarantee

for transition period (e.g., 85% of base year compensation for 2 years, if Group provides at least 80% of wRVU productivity)?

Will hospital provide anti-dilution protection to protect against internal competition? Loss of referral sources from PCPs associated with competing systems



PSA Compensation Issues (cont.)

New physician ramp-up/guaranteed compensation or wRVU credits for new physicians

Compensation caps for tax exempt hospitals

Harmonizing PSA compensation method with new shared savings, bundled payment, capitation and risk based payments

What is tipping point to trigger change in compensation methodology? Who decides?



Non-competes, restrictive covenants and unwind rights Unwind right is key to preserving leverage and future

options

Hospitals hate unwind rights, and will try to limit them

Least common denominator is unwind to private practice—not to a competing health system

Negotiation over unwind triggers: failure to offer FMV compensation; failure to renew; termination without cause; change of ownership; change in law; material decrease in compensation

Generally, no unwind due to Group breach or Group non-renewal without cause



Unwind rights (cont.)

Negotiation over what Group gets back in unwind: space and TIs, assets and new or upgraded equipment, staff, medical records, data, cooperation and orderly transition

Hospital may try to negotiate opportunity to solicit physicians starting at notice of unwind

Unwind should be exception to non-competes



Durability: Term/Termination

Duration of valuation opinion/periodic revaluation

Revaluations have generally retained or increased wRVU rates

and co-management fees

History may not be accurate predictor of future.

Periodic reset of performance standards and targets

Continued payment for optimized standards?

Rev. Proc 97-13 limits on duration of use of tax exempt

bond financed space and equipment

Potential for breach, change in ownership/control,

change in law, change in market and circumstances



Need good dispute resolution process to focus the parties on maintaining relationship Escalating dispute resolution: CEO meeting,

mediation, arbitration is preferable

Parties should continue to perform during dispute process.

Change in administration/leadership can change everything—can test relationship and contracts.

Good working relationship is key to overcoming speed-bumps as they arise.


Professional Services Agreements: Emerging Hospital-Physician Integration Model

Michael L. Blau, Esq. Foley & Lardner LLP 617.342.4040 [email protected]

Scott M. Safriet, CVA, MBA HealthCare Appraisers, Inc. 561.330.3488 [email protected]

Presented By:

Documents

Professional Services Agreements: A Physician-Hospital ...media.straffordpub.com/products/professional... · 11/26/2013 · If you have any questions, please contact Customer Service